Steve Smith, CEO of Zayo, joins us to share lessons learned from his first few months leading an organization through the challenges of inorganic growth.

Being a CEO during a large Go-to-Market transformation is difficult, and with multiple acquisitions, this adds further complexity, such as:


  • High Customer Acquisition Costs
  • Low Employee Morale
  • Inaccurate Fact Base
  • And more


On today’s show, Steve Smith, CEO of Zayo, joins us to discuss how he navigated these challenges during his first few months in his role and shares how harnessing the power of listening and an efficient cadence has brought unity and clarity to his team.


Click here for the full podcast version of this interview.


Solving the Biggest Challenges of Inorganic Growth

  1. Creating a unified voice throughout various acquisitions. minute 5:23
  2. How to prioritize transformation efforts as a new CEO. minute 8:18
  3. Change management lessons. minute 13:46
  4. How to create a winning culture. minute 19:28


Skip to minute 16:21 to hear Steve’s take on how new CEOs should approach a transformation and the impact of strong operating mechanisms in an organization:


“I do think anybody coming in to lead a company today, you have got to do three things really well. You have got to be thoughtful about strategy. Whatever your current advantage is, figure out how to keep pressing it. Make sure you’re positioned to catch the next wave, and you want to scale that company… The second thing you got to do while you’re making changes is you have got to stay hard-nosed execution on your key metrics… Then at the end of the day, people will follow you if you bring inspired leadership. I want to push inspired leadership all the way to the front lines.”


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Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.


Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.


Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.



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